Buoyancy
brittanydundas One concept Pink introduces in his book is buoyancy. This refers to being in control of the sales situation. In order to do this we must ask good questions and…
The Core Concepts – Mattson
Stephen Weaver For this post, I wanted to review and discuss the six core concepts by Mattson. I was familiar with a few of these concepts before taking sales in the startup,…
Improv! – ft. Michael Scott
During his time as the regional manager for the Dunder Mifflin Paper Company, Michael Scott was also a member of the town improv class. Unfortunately, I couldn’t find direct footage…
3 Things That Bad Salespeople Do Very Well
Bcubarney Have you ever felt annoyed, burdened, trapped, obligated or just flat out angry while someone was trying to sell you something? The answer is most likely a resounding yes. Bad…
How to Deal With Sales Rejection
1. Don’t take it personally Whether they could’t afford it, or they simply didn’t need it, one thing is for sure, it isn’t personal. Keep your chin up knowing that…
Being a Problem Solver vs. Problem Finder
Before the internet (in most cases), good salesmen were very focused on demonstrating their problem-solving ability to the customer. They were focused on demonstrating how their product/service solves this specific…
Masters 25: Garbage Fire Masters 2.0
rathburntc1 This is the seventh in a series of blog posts discussing the trading card game Magic The Gathering (hereafter shortened to just “Magic”) and its connections to the world of…
Reflection on Handling Objections and Tip for Professors
HorneST1 Throughout Junior and Senior year, I have had numerous presentations where students or Professors have had the opportunity to ask questions or oppose certain points made. Now handling objections has…
Attunement
Something Pink discussed in his book about selling was attunement. I think a lot of typical / older salespeople don’t even think about this concept at all. In short, attunement…
Core Concept #1
“You have to learn to fail to win” is the Sandler’s first rule. In his chapter he explains to us that we must first fail and choose to learn from…